This Houston venture capital leader is looking at how 2020 — for all its disappointments — might be a great year for B2B software-as-a-service companies. Getty Images

B2B software as a service, or SaaS, founders entered 2020 riding a wave of the longest economic expansion in United States history. Valuations increased to new highs, funding rounds continued getting larger at each stage, and forecasts went up and to the right fast. But then, March hit.

Quickly and seemingly out of nowhere, headlines became dominated by apocalyptic predictions of death, record levels of unemployment, shocking economic forecasts of GDP contraction, historic mass layoffs and furloughs, and unprecedented multi-trillion dollar economic stimulus packages. For founders every instinct began screaming to cut costs and hunker down.

But should B2B SaaS founders cut their organizations right now? Through analyzing a few key events and looking to the evidence in the market today, founders can develop a strategy for growing during this crisis. Not only is growth cheaper for most B2B SaaS against the backdrop of economic meltdown, but with the majority following a hunker-down instinct, a growing B2B SaaS firm will compare very favorably against a landscape of stale and stagnant competitors.

Reviewing the 1918 Spanish Flu Pandemic and the 2008 downturn

While the health implications vary widely between the current pandemic and the 1918 flu epidemic, the economic reactions share many similarities. The US response to 1918 was just as fractured as the states' reactions to COVID have been this year. As cities and states in 1918 shut down commerce to stem the spread of the flu, economic contraction quickly gave way to rebound, the so called "V-shaped recovery," despite the Spanish Flu having much higher death rates among working individuals than COVID-19.

There are major differences between 1918 and 2020, however. First, there is untapped potential in technology to replace workers. As businesses look for ways to cut costs, expect them to aggressively turn to automation, ultimately depressing real wages. Second, the 1918 response did not include shutdown measures as draconian as those we are experiencing in 2020. This could lead to permanent output loss across a wide range of industries, increasing real prices just as real wages decline. And third, the trillions of dollars in federal economic relief are unlike anything attempted in 1918.

The 2008 downturn that nearly brought the financial sector to a halt rippled through the economy as businesses in a wide range of industries made steep cuts to operations and capital expenditures. Despite this dangerous environment, SaaS firms increased profitability and continued to grow revenues each quarter. Growth slowed but remained positive while most other companies experienced absolute declines in revenue.

Customer acquisition for SaaS businesses usually gets more efficient during downturns, driving the potential for faster growth. The performance of all publicly traded B2B SaaS firms during 2008 illustrated in Figure 1 above proves the resilience of this category during a recession. While revenue continued to grow, profitability rose from a 10 percent loss on average to a 5 percent gain on average by 2010. This is likely due to firms freezing salaries and hiring and perhaps cutting down the sales and marketing budgets.

Downturn case study: Salesforce

Salesforce entered the downturn as a category leader in B2B SaaS with nearly $500M in revenue in 2007 and $3.5 million in operating losses. Throughout 2008, the company grew revenues by 51 percent to $748 million and operating profit surged to $20.3 million. And in 2009, the company repeated this stellar performance by growing revenues 44 percent to $1,077M and operating profit to $63 million. These results occurred against the backdrop of a global financial downturn and with a product focused on helping people sell more effectively (not something one would expect would sell well during a free-fall recession).

The revenue growth throughout those years followed the growth in sales and marketing spend. In 2008, the company grew sales and marketing by 49 percent, driving 51 percent revenue growth at about $1.50 of sales expense per $1 of recognized revenue added. In 2009, the company grew sales and marketing 42 percent resulting in 44 percent revenue growth at $1.63 of sales expense per $1 of recognized revenue. By 2010, the sales growth advantage was gone and Salesforce not only dropped its expense growth rate but also reverted to spending $2.64 per $1 of new revenue added.


Looking at these results Salesforce executed on the growth opportunities in 2008 and 2009 by ramping up sales expenses. The relative cost to acquire customers in 2008 and 2009 compared to 2010 proved significantly cheaper (approximately 40 percent less expensive). When faced with an advantage like that, every founder should charge ahead.

------

Dougal Cameron is director of Houston-based Golden Section Venture Capital.

GOOSE has invested in a logistics automation startup that has just emerged from stealth-mode operations. Photo courtesy of Outrider

Houston investor group backs growing logistics automation startup emerging from stealth

Money moves

A Golden, Colorado-based logistics technology startup has emerged from stealth-mode operation aft two years of development to collect its recent $53 million investment that a Houston investor group contributed to.

Houston-based GOOSE has announced its participation in Outrider's recent raise, which included both a seed and series A round. The startup has created an autonomous yard operations tool for logistics purposes. The company also received investment from the likes of NEA, 8VC, Koch Disruptive Technologies, Fraser McCombs Capital, Prologis, Inc., Schematic Ventures, Loup Ventures, and more, according to a news release.

The goal of distribution yards is to keep semi-trailers full of freight moving quickly in the space between the warehouse doors and public roads. However, many of the processes that make up yard operations are manual, inefficient, and hazardous.

The current situation in logistics hubs is not optimized, and yard operations are ineffective and even hazardous.

"Logistics yards offer a confined, private-property environment and a set of discrete, repetitive tasks that make the ideal use case for autonomous technology," says Andrew Smith, founder and CEO of Outrider, in the release. "But today's yards are also complex, often chaotic settings, with lots of work that's performed manually. This is why an overarching systems approach – with an autonomous truck at its center – is key to automating every major operation in the yard."

Outrider's technology can automate repetitive and manual tasks, like moving trailers around, hitching and unhitching them, connecting and disconnecting trailer brake lines, and monitoring trailer locations, per the release.

"Outrider represents the type of company we at GOOSE want to fund," says Samantha Lewis, director of GOOSE, in a news release. "It is innovative, disruptive, and led by an all-star CEO that has a proven track record in recruiting top talent and top tier investors. GOOSE has been with Andrew from the beginning of his entrepreneurial pursuits and, still, he continues to impress us everyday."

Outrider, which has 75 employees — including 50 engineers focused on the automation technology — has launched pilots with Georgia-Pacific and four Fortune 200 companies. Smith says his relationship with GOOSE has had a positive effect on his career and his startup.

"The experience of GOOSE membership is unmatched. GOOSE, it's founder Jack Gill, and initial members, Art Ciocca and Rod Canion, played major roles in my entrepreneurial career by funding my first successful clean startup and then becoming seed investors in Outrider," says Smith in the release. "I am fortunate to have the team at GOOSE by our side again as we officially emerge from stealth and continue to scale the business."

Ad Placement 300x100
Ad Placement 300x600

CultureMap Emails are Awesome

Autonomous cab company launches Houston pilot program for wheelchair-accessible rides

new to hou

A California company with autonomous cabs has announced a new pilot program in partnership with a provider of wheelchairs and mobility solutions.

Cruise has teamed up with Numotion for a six-month wheelchair-accessible vehicle (WAV) pilot program in Houston, offering free transportation for qualifying Numotion customers, according to the companies. The program will operate in over 90 Houston-area ZIP codes.

“Numotion is excited to partner with Cruise to offer a seamless and convenient solution for wheelchair users in the Houston area. By providing transportation to and from repair appointments, we're alleviating a significant stressor and providing a way for our customers to receive their service and repair faster,” says Mike Swinford, CEO of Numotion, in a news release. “We're constantly striving to innovate and improve the lives of our customers, and this collaboration demonstrates our ongoing commitment to providing beneficial customer experiences."

Cruise entered the Texas market last year, with Houston services launching in October 2023 before the company put all operations on pause following a California crash. This is the first Texas announcement for Cruise since the pause.

"Accessibility is core to our mission at Cruise. This pilot program with Numotion is doing more than providing accessible rides – it’s about empowering people in the community with greater mobility and independence, while also building learnings to better our service in the future," says Craig Glidden, president and chief administrative officer at Cruise about the new pilot.

Looking back: Top 5 most-read Houston sports tech stories of 2024

year in review

Editor's note: As the year comes to a close, InnovationMap is looking back at the year's top stories in Houston innovation. Houston is a city primed for sports tech innovation — with its collection of major sports teams, vibrant population, and tech workforce. Here are five sports tech news stories that stood out to readers this year — be sure to click through to read the full story.

10 sports tech startups named to Houston-based hybrid accelerator

Introducing the 10 startups participating in the Spring 2024 cohort of the DivInc Sports Tech Accelerator, a hybrid program based in the Ion. Photo via DivInc.com

DivInc has named its latest sports tech-focused cohort of its hybrid accelerator that is housed out of the Ion.

The Sports Tech Accelerator has selected the 10 companies — with technology across human performance, fan experience, and more — for its 13th cohort to participate in the 12-week hybrid program this month and through July.

The program receives support from underdog venture team, Women In Sports Tech, The Collectiv, and HTX Sports Tech, with partners Bank of America, J.P. Morgan Chase & Co., Gunderson Dettmer, Brown Advisory, Ion, and Mercury. Continue reading.

High-tech virtual racing experience to rev up in Houston

Houston is getting 16 racing simulators, each equipped with full motion systems and immersive, 180-degree panoramic displays. Photo by Dylan McEwan

Come next year, some high-speed and high-tech race simulators will be added to one of Houston's growing districts.

Velocity - Sim Racing Lounge, described in press materials as Houston’s first premium simulation racing experience, is slated to open in early 2025 at 2110 Edwards St.Velocity will bring sim racing to Houston through 16 racing simulators, each equipped with full motion systems and immersive, 180-degree panoramic displays. The goal is provide customers with a truly authentic, virtual driving experience.

Customers will have the ability to virtually drive sports cars from iconic brands like Porsche and Lamborghini and race on world famous tracks, including the Circuit of the Americas, Laguna Seca, and the Silverstone Circuit. Classic roads, such as California’s Pacific Coast Highway, provide a more leisurely alternative to driving flat out. Continue reading.

Rice University announces partnership with Houston sports tech startup to enhance student athletics

Rice University's athletic programs will be supported by Houston startup BeOne Sports' technology. Photo courtesy of Rice University

Rice University — in an effort to enhance athletics and research-driven innovation — has formed a partnership with a startup founded by its alumni.

BeOne Sports, a sports performance technology company developed a platform for mobile motion-capture AI and advanced data analytics, will integrate its technology within Rice's sports medicine and rehabilitation programs.

“This partnership aligns perfectly with Rice University’s mission to harness innovation for the betterment of our community,” Rice President Reginald DesRoches says in a news release. “By integrating cutting-edge technology from BeOne Sports with our already world-class athletic and academic programs, we are providing our student athletes with the tools they need to excel both on the field and in life. This collaboration is a testament to Rice’s commitment to leading through innovation and offering unparalleled opportunities for our students.” Continue reading.

Diversity-focused sports tech accelerator opens applications to Houston innovators for the first time

Calling all sports tech startups founded by Black or Hispanic innovators. Photo via Getty Images

A global organization has announced it's opening applications to its equity-focused sports tech accelerator to Houston founders for the first time.

Thanks to a collaboration with Impact Hub and Black Ambition, the adidas Community Lab has expanded its footprint and is now accepting applicants from new markets, including Houston, Toronto, Los Angeles, Atlanta, and New York, for its 2024-2025 cohort.

The initiative, which has been running for three years, has a goal of supporting Black and Latino/a/e founders with mentorship, pitch training, event programming, and networking. The eight-month program also has $75,000 in grant funding to dole out to participants as well. Continue reading.

Houston sports tech startup aims to optimize unsold resale ticket market with new platform

Looking to score the best deal on your next game ticket? A new Houston-founded app promises to revolutionize the resale market. Photo via Getty Images

Online platforms have long simplified the process of buying, selling, and trading event tickets. But what happens when your tickets don’t sell or when you’re stuck with costly season tickets you can’t use? You might end up giving them away or leaving them unused, leading to a financial loss either way.

This is the challenge that Houstonian Jerin Varkey is willing to address with Offer Approved, a new platform that empowers sellers and buyers, guaranteeing that no seat goes unused.

The idea took root around two years ago when Varkey, a passionate sports fan and season ticket holder, faced a new challenge. After becoming a parent, he found himself unable to attend every game. Frustrated with traditional resale platforms, he quickly realized that high fees and limited time made it difficult to sell all his tickets, causing him to lose money each time. Continue reading.